Distributive/integrative negotiation strategies in cross-cultural contexts: a comparative study of the USA and Italy
| العنوان: | Distributive/integrative negotiation strategies in cross-cultural contexts: a comparative study of the USA and Italy |
|---|---|
| المؤلفون: | Enrique Ogliastri, Sara Benetti, Andrea Caputo |
| المصدر: | Journal of Management & Organization. :1-23 |
| بيانات النشر: | Cambridge University Press (CUP), 2021. |
| سنة النشر: | 2021 |
| مصطلحات موضوعية: | Cultural influence, Organizational Behavior and Human Resource Management, Negotiation, Distributive property, media_common.quotation_subject, Cross-cultural, Sample (statistics), Big Five personality traits and culture, Sociology, Business and International Management, Social psychology, Latent class model, media_common |
| الوصف: | Integrative and distributive negotiation strategies are a key paradigm of practice, teaching, and research. Are these US-formulated negotiation prototypes valid in the rest of the world? Adopting a cross-cultural view, we analyze a sample of 214 foreigners who detailed the negotiation behavior they faced in Italy (134) and in the United States (80). Implementing latent class analysis, we identify three clusters of negotiation prototypes. Our findings show how the Country is a predictor for cluster membership, and peculiar cultural traits of the two groups contribute to explain the differences in negotiation strategies. Three prototypes emerged: a typically distributive, an emotional integrative (mostly Italian), and an impersonal integrative (mostly American). Results show how the handling of emotions is a crucial part of the interaction for Italian negotiators, regardless of their orientation toward negotiation strategies, implying a cultural influence toward handling emotions in negotiations. |
| تدمد: | 1839-3527 1833-3672 |
| URL الوصول: | https://explore.openaire.eu/search/publication?articleId=doi_________::eeb1bc2dcabb85db73e7ae0d1236087c https://doi.org/10.1017/jmo.2020.47 |
| حقوق: | OPEN |
| رقم الأكسشن: | edsair.doi...........eeb1bc2dcabb85db73e7ae0d1236087c |
| قاعدة البيانات: | OpenAIRE |
| تدمد: | 18393527 18333672 |
|---|